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using technology. this is a formalized program. it has a calendar. it has a website. it has a protocol. i see other big companies having similar perhaps as well. >> wow. okay. and then have a case study re ready. this is a are tricky one. if you're just starting out and you don't have big marketing budget, you haven't been able to get into a big company before, you are my first meeting, how do i have a case study? >> if you don't have a case study, at least have enough data as possible because once you get that first meeting, the person who has sold into your idea, chances are they're not going to be able to make a decision in a vacuum and they actually become an extended employee of yours and become part of your sales force. you need to arm that person with as much data as possible. now if you don't have data and you don't have a case study, there's two tips i can give. the first is have a clear idea of what success would look like and be able to articulate that up front. the second is be open it to doing a pilot with the big company and that might be something you have to do for free
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